Sales Game Changers | Tips from Successful Sales Leaders
1,202 episodes - English - Latest episode: 5 days ago - ★★★★★ - 49 ratingsInstitute for Excellence in Sales co-founder Fred Diamond interviews top business-to-business sales leaders from companies such as AWS, AT&T, Oracle, Microsoft, Salesforce, Hilton and others about their sales journey, career highlights, mentors, and lessons learned while asking them to offer tips to help emerging sales professionals and leaders to grow their careers. It's an interview-style podcast that has become even more popular as sales professionals look for solutions in the new world of selling.
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Episodes
181: MOSAIC Exec Patti Dumas Posits Why Marketing Leaders Won't Have Success Unless They Understand Sales
October 01, 2019 02:51 - 29 minutes - 40.7 MBRead the complete transcript on the Sales Game Changers Podcast website PATTI'S FINAL TIP TO EMERGING SALES LEADERS: "Embrace learning, make mistakes, stay focused and find those friends and people that are going to inspire you and keep you motivated." Patti Dumas is the Senior VP of Sales at MOSAIC. Prior to MOSAIC, she held sales and marketing leadership positions at HBP and Balmar. Find Patti on LinkedIn!
Why Marketing Leaders Won't Have Success Unless They Understand Sales with MOSAIC Exec Patti Dumas
October 01, 2019 02:51 - 29 minutes - 40.7 MBThis is episode 181. Read the complete transcript on the Sales Game Changers Podcast website PATTI'S FINAL TIP TO EMERGING SALES LEADERS: "Embrace learning, make mistakes, stay focused and find those friends and people that are going to inspire you and keep you motivated." Patti Dumas is the Senior VP of Sales at MOSAIC. Prior to MOSAIC, she held sales and marketing leadership positions at HBP and Balmar. Find Patti on LinkedIn!
This Early Realization Helped Take His Career to New Heights with JK Moving Sales Leader Vince Burruano
September 26, 2019 01:55 - 29 minutes - 40.2 MBThis is episode 180. Read the complete transcript on the Sales Game Changers Podcast website. VINCE'S FINAL TIP TO EMERGING SALES LEADERS: "Don't give up. Follow up and persevere - show that grit. Those people who continue to forge ahead will always find a measure of success. Those that give up, they're making their own choice to not be successful." Vince Burruano is the VP of Commercial Sales for JK Moving. Prior to coming to JK he held sales leadership positions at Oce, Icon and Ri...
180: JK Moving Sales Leader Vince Burruano Said This Early Realization Helped Take His Career to New Heights
September 26, 2019 01:55 - 29 minutes - 40.2 MBRead the complete transcript on the Sales Game Changers Podcast website. VINCE'S FINAL TIP TO EMERGING SALES LEADERS: "Don't give up. Follow up and persevere - show that grit. Those people who continue to forge ahead will always find a measure of success. Those that give up, they're making their own choice to not be successful." Vince Burruano is the VP of Commercial Sales for JK Moving. Prior to coming to JK he held sales leadership positions at Oce, Icon and Ricoh. Find Vince on Li...
What Sales Training Legend GuruGanesha Taught Him that Helped Him Grow Legions of Professional Sales Careers with SyncDog CRO Brian Egenrieder
September 24, 2019 02:43 - 35 minutes - 48.6 MBThis is episode 179. Read the complete transcript on the Sales Game Changers Podcast website. BRIAN'S FINAL TIP TO EMERGING SALES LEADERS: "Don't be afraid to qualify out. Stop trying to qualify in, start trying to qualify out and if you can't qualify it out, it's a good lead, it's a good prospect." Brian Egenrieder is the Chief Revenue Officer at SyncDog. Prior to coming over to SyncDog, he held sales leadership positions at Deltek, IBM, Web Methods and Sterling Commerce. Find Bri...
179: SyncDog CRO Brian Egenrieder Shares What Sales Training Legend GuruGanesha Taught Him that Helped Him Grow Legions of Professional Sales Careers
September 24, 2019 02:43 - 35 minutes - 48.6 MBRead the complete transcript on the Sales Game Changers Podcast website. BRIAN'S FINAL TIP TO EMERGING SALES LEADERS: "Don't be afraid to qualify out. Stop trying to qualify in, start trying to qualify out and if you can't qualify it out, it's a good lead, it's a good prospect." Brian Egenrieder is the Chief Revenue Officer at SyncDog. Prior to coming over to SyncDog, he held sales leadership positions at Deltek, IBM, Web Methods and Sterling Commerce. Find Brian on LinkedIn!
How to Avoid Selling Through The Close - Metaphorically Speaking with Meridian Knowledge Solutions BD Chief Patrick Devlin
September 19, 2019 11:52 - 44 minutes - 60.7 MBThis is episode 178. Read the complete transcript on the Sales Game Changers Podcast website. PATRICK'S FINAL TIP TO EMERGING SALES LEADERS: "Your #1 focus is to help the people that you are working with understand the value of what you do. Once you really understand the impact that what you're proposing can have on their lives and on the organizations that they work for, you almost have a fiduciary responsibility to do your best to make the case for it." Patrick Devlin is Chief Busine...
178: Meridian Knowledge Solutions BD Chief Patrick Devlin Shares How to Avoid Selling Through The Close - Metaphorically Speaking
September 19, 2019 11:52 - 44 minutes - 60.7 MBRead the complete transcript on the Sales Game Changers Podcast website. PATRICK'S FINAL TIP TO EMERGING SALES LEADERS: "Your #1 focus is to help the people that you are working with understand the value of what you do. Once you really understand the impact that what you're proposing can have on their lives and on the organizations that they work for, you almost have a fiduciary responsibility to do your best to make the case for it." Patrick Devlin is Chief Business Development Officer ...
177: McDermott Law Firm Biz Dev Chief Rory Channer Shares an Award-Winning Strategy for Teaching Lawyers to Sell
September 17, 2019 12:15 - 38 minutes - 52.8 MBRead the complete transcript on The Sales Game Changers Podcast website. RORY'S FINAL TIP TO EMERGING SALES LEADERS: "Think of others and put yourself in their shoes. I had a CEO that said to our salesforce many times, "Pull your chair around the side of the table and sit on their side of the table." Push hard at really understanding others and then doing something with that understanding." Rory Channer is the Chief Business Development Officer at the McDermott, Will & Emery Law Firm. ...
Award-Winning Strategy for Teaching Lawyers to Sell with McDermott Law Firm Biz Dev Chief Rory Channer
September 17, 2019 12:15 - 38 minutes - 52.8 MBThis is episode 177. Read the complete transcript on The Sales Game Changers Podcast website. RORY'S FINAL TIP TO EMERGING SALES LEADERS: "Think of others and put yourself in their shoes. I had a CEO that said to our salesforce many times, "Pull your chair around the side of the table and sit on their side of the table." Push hard at really understanding others and then doing something with that understanding." Rory Channer is the Chief Business Development Officer at the McDermott, Wi...
It's the Growth Mindset That Will Set Your Sales Career Apart and Here's Why with IBM Federal Capture Leader Clara Conti
September 12, 2019 14:33 - 26 minutes - 36.5 MBThis is episode 176. Read the transcript on The Sales Game Changers Podcast website. CLARA'S FINAL TIP TO EMERGING SALES LEADERS: "Never underestimate your growth mindset and constantly check yourself on this. We get bombarded with the media telling you there's going to be a recession, there's less opportunity, there's all kinds of things. You have to tune all of that out and focus on a growth mindset, because without a growth mindset you won't be able to embrace the new opportunities th...
176: IBM Federal Capture Leader Clara Conti Says It's the Growth Mindset That Will Set Your Sales Career Apart and Here's Why
September 12, 2019 14:33 - 26 minutes - 36.5 MBRead the transcript on The Sales Game Changers Podcast website. CLARA'S FINAL TIP TO EMERGING SALES LEADERS: "Never underestimate your growth mindset and constantly check yourself on this. We get bombarded with the media telling you there's going to be a recession, there's less opportunity, there's all kinds of things. You have to tune all of that out and focus on a growth mindset, because without a growth mindset you won't be able to embrace the new opportunities that are coming your way....
Three Strategies Helped Her Thrive as a Woman in Sales Leader with 3Pillar Global CRO Heather Combs
September 10, 2019 02:07 - 25 minutes - 35.1 MBThis is episode 175. Read the complete transcript on the Sales Game Changers Podcast website. HEATHER'S FINAL TIP TO EMERGING SALES LEADERS: "Continue to learn, grow, evolve and improve every day and so will you. Find the places that you're willing to learn to work hard, to continue to get better. Just keep on working at it and enjoy the journey." Heather Combs is the Chief Revenue Officer for 3Pillar Global and is passionate about the role that women play in leadership and sales. If...
175: 3Pillar Global CRO Heather Combs Says These Three Strategies Helped Her Thrive as a Woman in Sales Leader
September 10, 2019 02:07 - 25 minutes - 35.1 MBRead the complete transcript on the Sales Game Changers Podcast website. HEATHER'S FINAL TIP TO EMERGING SALES LEADERS: "Continue to learn, grow, evolve and improve every day and so will you. Find the places that you're willing to learn to work hard, to continue to get better. Just keep on working at it and enjoy the journey." Heather Combs is the Chief Revenue Officer for 3Pillar Global and is passionate about the role that women play in leadership and sales. If you recognize her name...
How PRIDE - Passion, Respect, Intelligence, Discipline and Effort - Are at the Root of Learning Tree's Sales Culture with Chris Brady
September 05, 2019 01:35 - 33 minutes - 46.2 MBThis is episode 174. Read the complete transcription on the Sales Game Changers Podcast website. CHRIS' FINAL TIP TO EMERGING SALES LEADERS: "If we all bring some of those basic elements of PRIDE to our work each and every day - if we're passionate, respectful, intelligent, we have a disciplined approach and we bring a lot of energy and effort to the job each and every day - we can have successful outcomes." Chris Brady is the head of North American Sales at Learning Tree International...
174: Chris Brady Explains How PRIDE - Passion, Respect, Intelligence, Discipline and Effort - Are at the Root of Learning Tree's Sales Culture
September 05, 2019 01:35 - 33 minutes - 46.2 MBRead the complete transcription on the Sales Game Changers Podcast website. CHRIS' FINAL TIP TO EMERGING SALES LEADERS: "If we all bring some of those basic elements of PRIDE to our work each and every day - if we're passionate, respectful, intelligent, we have a disciplined approach and we bring a lot of energy and effort to the job each and every day - we can have successful outcomes." Chris Brady is the head of North American Sales at Learning Tree International. He spent his entire...
ENCORE 133: MAXIMUS Federal Sales Exec Allison Patrick Explains Why Having True Passion for Your Customer’s Mission Will Determine How Successful Your Career Will Be
September 03, 2019 14:36 - 37 minutes - 51.3 MBThis show originally aired on March 13, 2019. Read the complete transcript on The Sales Game Changers Podcast website. ALLISON’S FINAL TIP TO EMERGING SALES LEADERS: “To be great in sales – to have a sense of real reward in your career – it is about the people. I would say mentor, learn from all of those around you and then share your experience and knowledge.” Allison Patrick is a Senior VP of Sales at MAXIMUS Federal. Prior to coming to MAXIMUS Federal, she held leadership position...
ENCORE 143: NetApp Public Sector’s Rob Stein Says This Approach Will Lead to Sales Success in Transforming Industries
August 28, 2019 20:21 - 27 minutes - 37.6 MBThis is an encore presentation of an episode that first aired on April 17, 2019. Read the complete transcript on The Sales Game Changers Podcast website. ROB’S FINAL TIP TO EMERGING SALES LEADERS: “Find something that you believe in. It could be a cool product, it could be a technology, it could be an industry, it could be a customer set like I’m passionate about serving the Defense customer. Once you find that, put everything you have into it. Just immerse yourself and then finally find...
ENCORE 141: Cvent Sales Leader Brian Ludwig Says This One Thing Will Help You Connect with and Have Much More Fruitful Conversations with Your Customers
August 26, 2019 17:32 - 30 minutes - 42.6 MBEncore presentation. Read the complete transcript on the Sales Game Changers Podcast website. BRIAN’S FINAL TIP TO EMERGING SALES LEADERS: “The best of sales reps are always going to know their product and solution cold. They’re going to know and appreciate the types of pains and issues that businesses have and because they have that passion, they’re going to be able to connect that and have much more fruitful conversations.” Brian Ludwig is the Senior VP of Sales at Cvent. He’s been...
173: Appian Sales Chief David Mitchell Explains Why LEAN - Land, Expand, Align, and Nurture - Should Be at the Core of Your Corporate Sales Efforts
August 22, 2019 01:04 - 33 minutes - 46.3 MBRead the complete transcript on the Sales Game Changers Podcast website. DAVID'S FINAL TIP TO EMERGING SALES LEADERS: "Know your product, know your customers. Lean on your company for help and get your face in the place. Those are the things I think about the most." David Mitchell is the Senior VP of Worldwide Sales at Appian. If you recall the name Appian, we interviewed past sales leader Edward Hughes and Kristin Scott, current VP of US Sales at Appian, as well. Prior to coming to ...
Why LEAN - Land, Expand, Align, and Nurture - Should Be at the Core of Your Corporate Sales Efforts with Appian Sales Chief David Mitchell
August 22, 2019 01:04 - 33 minutes - 46.3 MBThis is episode 173. Read the complete transcript on the Sales Game Changers Podcast website. DAVID'S FINAL TIP TO EMERGING SALES LEADERS: "Know your product, know your customers. Lean on your company for help and get your face in the place. Those are the things I think about the most." David Mitchell is the Senior VP of Worldwide Sales at Appian. If you recall the name Appian, we interviewed past sales leader Edward Hughes and Kristin Scott, current VP of US Sales at Appian, as well...
If She Put Blinders On She Would Have Missed This Wonderful Opportunity with 3Pillar Global Sales Leader Jennifer Ives
August 20, 2019 03:22 - 30 minutes - 43.1 MBThis is episode 172. Read the complete transcription on the Sales Game Changers Podcast website. JENNIFER'S FINAL TIP TO EMERGING SALES LEADERS: "Don't put blinders on. There have been so many opportunities that have opened up for me that if I had put blinders on and said - No, this is my path, this is what I'm going to do for a certain amount of time - I would have missed out on." Jennifer Ives is the Senior VP of Client Relationships at 3Pillar Global. Prior to coming over to 3Pill...
172: 3Pillar Global Sales Leader Jennifer Ives Said If She Put Blinders On She Would Have Missed This Wonderful Opportunity
August 20, 2019 03:22 - 30 minutes - 43.1 MBRead the complete transcription on the Sales Game Changers Podcast website. JENNIFER'S FINAL TIP TO EMERGING SALES LEADERS: "Don't put blinders on. There have been so many opportunities that have opened up for me that if I had put blinders on and said - No, this is my path, this is what I'm going to do for a certain amount of time - I would have missed out on." Jennifer Ives is the Senior VP of Client Relationships at 3Pillar Global. Prior to coming over to 3Pillar Global she held sale...
ENCORE 147: Dollywood’s Cordelia Marzak Said This Lesson from Dolly Parton Helped Her Become a Powerful Sales Leader
August 16, 2019 14:53 - 37 minutes - 51.3 MBRead the complete transcript on the Sales Game Changers Podcast website. CORDELIA’S FINAL TIP TO EMERGING SALES LEADERS: “Be authentic. Even Dolly herself would say, “I have the wig and I have the makeup and the hair” but at the end of the day she is authentic. You may be selling widgets, but as long as it’s the best widget and you love it, be authentic and follow that passion there.” Cordelia Marzak is the Director of Sales for the Dollywood Company. We conducted the interview at Doll...
ENCORE 137: Deltek Global Sales Chief Matt Strazza Encourages His Sales Leaders and Team Members to Take this Type of Entrepreneurial Approach to Their Business
August 13, 2019 01:37 - 47 minutes - 64.8 MBRead the complete transcription on The Sales Game Changers Podcast website. MATT’S FINAL TIP TO EMERGING SALES LEADERS: “Figure out what jazzes you. Figure out what you’re chasing and don’t be afraid to expose some of those goals to your peers or friends or managers so that they become real and you get a little sweat on the brow when you’re trying to move through them. Do it because you want to do it. Do it because you love it.” Matt Strazza is the Senior VP of Global Sales at Deltek. ...
Insights He's Learned from Training Some of the Most Successful Sales Teams in the NFL, NBA, NHL and MLB with Best-Selling Author Lance Tyson
August 08, 2019 03:08 - 30 minutes - 42 MBThis is episode 171. Read the complete transcript on The Sales Game Changers Podcast website. LANCE'S FINAL TIP TO EMERGING SALES LEADERS: "If my job 10 hours a day was to cut down trees, I'd spend 8 hours sharpening my axe. I think that's where you should be thinking sales-wise because sales is hard today and you've got to be on your game." Lance Tyson is the founder and president of the Tyson Group. He also is the author of Selling is an Away Game. He is an expert on helping sale...
171: Best-Selling Author Lance Tyson Offers Insights He's Learned from Training Some of the Most Successful Sales Teams in the NFL, NBA, NHL and MLB
August 08, 2019 03:08 - 30 minutes - 42 MBRead the complete transcript on The Sales Game Changers Podcast website. LANCE'S FINAL TIP TO EMERGING SALES LEADERS: "If my job 10 hours a day was to cut down trees, I'd spend 8 hours sharpening my axe. I think that's where you should be thinking sales-wise because sales is hard today and you've got to be on your game." Lance Tyson is the founder and president of the Tyson Group. He also is the author of Selling is an Away Game. He is an expert on helping sales teams improve their s...
This Realization Moved Him from Engineering to Sales Leadership with ThunderCat Technology's Dave Schlosser
August 05, 2019 18:47 - 34 minutes - 47.9 MBThis is episode 170. Read the complete transcript on the Sales Game Changers Podcast website. DAVE'S FINAL TIP TO EMERGING SALES LEADERS: "Don't ever let anybody tell you you can't do something that you really want to do. If you have a plan and a mission and you have the right people supporting you, you will get there." Dave Schlosser is the COO of the value added reseller (VAR) ThunderCat Technologies. Prior to coming to ThunderCat, he held sales leadership positions at NetApp and S...
170: ThunderCat Technology's Dave Schlosser Said This Realization Moved Him from Engineering to Sales Leadership
August 05, 2019 18:47 - 34 minutes - 47.9 MBRead the complete transcript on the Sales Game Changers Podcast website. DAVE'S FINAL TIP TO EMERGING SALES LEADERS: "Don't ever let anybody tell you you can't do something that you really want to do. If you have a plan and a mission and you have the right people supporting you, you will get there." Dave Schlosser is the COO of the value added reseller (VAR) ThunderCat Technologies. Prior to coming to ThunderCat, he held sales leadership positions at NetApp and Sun Microsystems. Find...
These Two Habits Are Absolutely Critical to a Successful Sales Career with Washington Business Journal Sales Veep David Walker
July 31, 2019 22:30 - 24 minutes - 34.4 MBThis is episode 169. Read the complete transcript on the Sales Game Changers Podcast website. DAVID'S FINAL TIP TO EMERGING SALES LEADERS: "If you want to earn, that has to be really one of your chief motivators in going into sales. If someone is not motivated by money, then again I don't know if this particular career, regardless of what product or service you're selling, is for you." David Walker is the VP of Sales for the Washington Business Journal. Prior to coming to the Busines...
169: Washington Business Journal Sales Veep David Walker Says These Two Habits Are Absolutely Critical to a Successful Sales Career
July 31, 2019 22:30 - 24 minutes - 34.4 MBRead the complete transcript on the Sales Game Changers Podcast website. DAVID'S FINAL TIP TO EMERGING SALES LEADERS: "If you want to earn, that has to be really one of your chief motivators in going into sales. If someone is not motivated by money, then again I don't know if this particular career, regardless of what product or service you're selling, is for you." David Walker is the VP of Sales for the Washington Business Journal. Prior to coming to the Business Journal, David led sa...
It's Critical to Do These Things to Successfully Sell New Products with UVA Darden School's Tom Steenburgh
July 30, 2019 19:20 - 41 minutes - 57.6 MBThis is episode 168. Read the complete transcription on the Sales Game Changers Podcast website. TOM'S FINAL TIP TO EMERGING SALES LEADERS: "There's so much you can do to change performance and help people grow in their careers. It's really heartening to watch people do that. As sales managers, you have a great role to play in helping people grow in their career and you should feel empowered to help them do that." Tom Steenburgh is the Richard Reynolds Professor of Business Administra...
168: UVA Darden School's Tom Steenburgh Says It's Critical to Do These Things to Successfully Sell New Products
July 30, 2019 19:20 - 41 minutes - 57.6 MBRead the complete transcription on the Sales Game Changers Podcast website. TOM'S FINAL TIP TO EMERGING SALES LEADERS: "There's so much you can do to change performance and help people grow in their careers. It's really heartening to watch people do that. As sales managers, you have a great role to play in helping people grow in their career and you should feel empowered to help them do that." Tom Steenburgh is the Richard Reynolds Professor of Business Administration at the Darden Scho...
167: Joel Kline Shares the Biggest Sales Opportunities That Occurred When Nestlé Took Over Selling Starbucks Products in Foodservice
July 24, 2019 21:21 - 35 minutes - 49.2 MBRead the complete transcription on The Sales Game Changers Podcast website. JOEL'S FINAL TIP TO EMERGING SALES LEADERS: "If you know your product and you know your customer and their needs you can really sell anything. I've been in coffee and food service for a long time but I've come to that realization that if you do your homework, you spend your time understanding what it is you're selling and who you're selling to that it's transferable across multiple industries." Joel Kline is the ...
The Biggest Sales Opportunities That Occurred When Nestlé Took Over Selling Starbucks Products in Foodservice with Joel Kline
July 24, 2019 21:21 - 35 minutes - 49.2 MBThis is episode 167. Read the complete transcription on The Sales Game Changers Podcast website. JOEL'S FINAL TIP TO EMERGING SALES LEADERS: "If you know your product and you know your customer and their needs you can really sell anything. I've been in coffee and food service for a long time but I've come to that realization that if you do your homework, you spend your time understanding what it is you're selling and who you're selling to that it's transferable across multiple industries...
This Aristotelian Lesson Helps Motivate His Sales Teams to Excel with Blackbaud's Chris Krackeler
July 22, 2019 16:46 - 21 minutes - 30.2 MBThis is episode 166. Read the complete transcript on the Sales Game Changers Podcast website. CHRIS' FINAL TIP TO EMERGING SALES LEADERS: "If you remember nothing else, remember the value of listening, being authentic and having fun. I've been fortunate to get a lot of positive feedback in my career, but I've also gotten my fair share of constructive criticism. I think being able to listen to that, the good, the bad, the ugly and grow from it is a way that's helped me continue to grow an...
166: Blackbaud's Chris Krackeler Says This Aristotelian Lesson Helps Motivate His Sales Teams to Excel
July 22, 2019 16:46 - 21 minutes - 30.2 MBRead the complete transcript on the Sales Game Changers Podcast website. CHRIS' FINAL TIP TO EMERGING SALES LEADERS: "If you remember nothing else, remember the value of listening, being authentic and having fun. I've been fortunate to get a lot of positive feedback in my career, but I've also gotten my fair share of constructive criticism. I think being able to listen to that, the good, the bad, the ugly and grow from it is a way that's helped me continue to grow and evolve my career. C...
165: Hear How Competing in Triathlons Has Made Appian's Kristin Scott into a Top-Tier Sales Leader
July 17, 2019 19:17 - 28 minutes - 39.5 MBRead the complete transcription on the Sales Game Changers Podcast website. KRISTIN'S FINAL TIP TO EMERGING SALES LEADERS: "Stay curious. Be open to learning new things - and that could be new ways of selling, that could be new solutions you're offering, that could be really understanding what your customer's needs are. Make lasting relationships and act with a spirit of generosity. The importance of being generous and raising your hand to new opportunities, to helping people, to sharing y...
Hear How Competing in Triathlons Has Made Appian's Kristin Scott into a Top-Tier Sales Leader
July 17, 2019 19:17 - 28 minutes - 39.5 MBThis is episode 165. Read the complete transcription on the Sales Game Changers Podcast website. KRISTIN'S FINAL TIP TO EMERGING SALES LEADERS: "Stay curious. Be open to learning new things - and that could be new ways of selling, that could be new solutions you're offering, that could be really understanding what your customer's needs are. Make lasting relationships and act with a spirit of generosity. The importance of being generous and raising your hand to new opportunities, to helpi...
164: Akamai Public Sector Sales Leader Randy Wood Tells How His Sales Career Began on Sept. 12, 2001 and Why Your Human Brand is So Critical in Sales
July 15, 2019 23:08 - 39 minutes - 54 MBRead the complete transcription on The Sales Game Changers Podcast website. RANDY'S FINAL TIP TO EMERGING SALES LEADERS: "it's the importance of giving your best and highest performance every day. Performance and performance alone dictates the predator in every food chain. Sales is no different. Each and every day in sales, people and sales leaders need to commit and understand what it takes to bring our best performance to our customers and to the company and to our teams." Randy is the...
How His Sales Career Began on Sept. 12, 2001 and Why Your Human Brand is So Critical in Sales with Akamai Public Sector Sales Leader Randy Wood
July 15, 2019 23:08 - 39 minutes - 54 MBThis is episode 164. Read the complete transcription on The Sales Game Changers Podcast website. RANDY'S FINAL TIP TO EMERGING SALES LEADERS: "it's the importance of giving your best and highest performance every day. Performance and performance alone dictates the predator in every food chain. Sales is no different. Each and every day in sales, people and sales leaders need to commit and understand what it takes to bring our best performance to our customers and to the company and to our...
How to Sell Speaker Services from George Bush, Doris Kearns Goodwin, and Jack Nicklaus with WSB's John Ryder
July 10, 2019 20:44 - 33 minutes - 46.4 MBThis is episode 163. Read the complete transcript on the Sales Game Changers Podcast website. JOHN'S FINAL TIP TO EMERGING SALES LEADERS: "I have never regretted thinking Big. Thinking of these goals that far surpass where I was last year, where I'd like to be and never been daunted by what I need to do to get there. Just believe in yourself and ask others and constantly improve, focus on winning and I guarantee you will." John Ryder is the VP of Global Sales at the Washington Speakers...
163: WSB's John Ryder Verbalizes How to Sell Speaker Services from George Bush, Doris Kearns Goodwin, and Jack Nicklaus
July 10, 2019 20:44 - 33 minutes - 46.4 MBRead the complete transcript on the Sales Game Changers Podcast website. JOHN'S FINAL TIP TO EMERGING SALES LEADERS: "I have never regretted thinking Big. Thinking of these goals that far surpass where I was last year, where I'd like to be and never been daunted by what I need to do to get there. Just believe in yourself and ask others and constantly improve, focus on winning and I guarantee you will." John Ryder is the VP of Global Sales at the Washington Speakers Bureau, also known as ...
Learn This Critical Sales Lesson Selling Salmon on the Bering Sea with Nortec Sales Leader Deb Wiker
July 08, 2019 19:03 - 38 minutes - 53.2 MBRead the complete transcript on the Sales Game Changers Podcast website. DEB'S FINAL TIP TO EMERGING SALES LEADERS: "Sales is a team sport. Don't be a lone ranger. Get out there and use the resources at your fingertips to help you close. By helping each other, everybody wins." Deb Wiker is the VP of Sales at Nortec Communications. Prior to coming to Nortec, she held sales leadership positions at American Greeting Cards and AT&T. Find Deb on LinkedIn!
162: Nortec Sales Leader Deb Wiker Says She Learned This Critical Sales Lesson Selling Salmon on the Bering Sea
July 08, 2019 19:03 - 38 minutes - 53.2 MBRead the complete transcript on the Sales Game Changers Podcast website. DEB'S FINAL TIP TO EMERGING SALES LEADERS: "Sales is a team sport. Don't be a lone ranger. Get out there and use the resources at your fingertips to help you close. By helping each other, everybody wins." Deb Wiker is the VP of Sales at Nortec Communications. Prior to coming to Nortec, she held sales leadership positions at American Greeting Cards and AT&T. Find Deb on LinkedIn!
ENCORE 129: USI Insurance Services’ Phil Curran Shares Three Strategies Sales Professionals Must Implement Today to Reach Trusted Advisor Nirvana
July 03, 2019 20:31 - 42 minutes - 58.3 MBRead the complete transcript on The Sales Game Changers Podcast website. PHIL’S FINAL TIP TO EMERGING SALES LEADERS: “If you can get to where the client includes you as part of the fabric of the organization, you understand their issues and you’re delivering solutions that really impact the business, then you’re a trusted advisor. I aspire to that, all my team inspires to it and I think if you’re in professional services, attaining that role is like finding nirvana.” Phil Curran is a Sen...
ENCORE 127: Kaiser Permanente Sales Leader Matt Chubb Knew the First Year of his Sales Career Would be Make or Break so Here’s What He Did to Excel
July 02, 2019 11:48 - 27 minutes - 37.7 MBRead the transcript of this episode on the Sales Game Changers Podcast website. MATT’S FINAL TIP TO EMERGING SALES LEADERS: “It’s never crowded going the extra mile. Don’t be afraid of hard work, don’t be afraid to go the extra mile for your customers, prospects or clients.” Matt Chubb is the Executive Director of Sales at Kaiser Permanente in McLean, Virginia. Prior to coming to Kaiser Permanente, he was with a third-party administrator that was owned by Blue Cross. He also worked a...
Tips that Will Help You Successfully Reassess Your 2019 Sales Goals with "The Goal Tender" Author Shawn Doyle
June 27, 2019 02:22 - 27 minutes - 37.5 MBThis is episode 161. Read the complete transcript on the Sales Game Changers Podcast website. SHAWN'S FINAL TIP TO EMERGING SALES LEADERS: "What's really critically important about achieving your goals is to write them down and have them displayed so that every single day, several times a day you pull those goals out or you look on your wall or your board and you actually are reviewing your goals on a daily basis." Shawn Doyle is best-selling author of 22 books on leadership, motivatio...
161: Tips that Will Help You Successfully Reassess Your 2019 Sales Goals from "The Goal Tender" Author Shawn Doyle
June 27, 2019 02:22 - 27 minutes - 37.5 MBRead the complete transcript on the Sales Game Changers Podcast website. SHAWN'S FINAL TIP TO EMERGING SALES LEADERS: "What's really critically important about achieving your goals is to write them down and have them displayed so that every single day, several times a day you pull those goals out or you look on your wall or your board and you actually are reviewing your goals on a daily basis." Shawn Doyle is best-selling author of 22 books on leadership, motivation and sales excellence....
Doing These Other Jobs First Led to Her Sales Leadership Success with Verizon Federal's Andrea Cohen
June 25, 2019 01:42 - 29 minutes - 40.4 MBThis is episode 160. Read the complete transcription on the Sales Game Changers Podcast website. ANDREA'S FINAL TIP TO EMERGING SALES LEADERS: "Engage. You have to play to win and you have to really be focused on what you do and how it impacts everyone else, your customer and their customer. If you can get that level of understanding, you'll be very successful." Andrea Cohen is the VP of Civilian Sales for Verizon Federal. Prior to coming over to Verizon, she worked for Winstar and A...